Category Archives: Get Aligned

Decide what kind of leader to be and collect followers.

Five Steps to Convert a Prospect into a Sale

Developing a systematic approach to cultivating demand for its products and services is a key step in the evolution of every successful organization.  Many early-stage leaders long for a silver-bullet solution; that is, they look to hire someone with a lot of contacts and an extroverted personality to hit the market and drum up demand.  Such efforts usually fail.

Leaders cannot count on building a scalable demand creation system by hiring one super-salesman after another.  There are simply not enough to go around.  A better strategy is to figure out for themselves how to create demand for their offerings and then hire and train others to follow their lead.

What follows is a sure-fire method for figuring out how to systematically turn prospects into customers that every executive, client manager, product manager, and sales professional can and should add to their tool set.  It takes a lot of work to prepare properly and to execute well in a teaching-mindset, instead of a selling one, but those who are up to the task will be well-rewarded.

Step-1: Describe what you think your prospect is trying to accomplish.

Use all the data about a top prospect you can get your hands on to describe what problem they seek to solve that your organization can help with.   Continue reading Five Steps to Convert a Prospect into a Sale

An Action Plan for Executive Transition into a new Lead Role

Executive Transition into a new Lead Role

One of the toughest things for a senior executive to do is break in to an existing system of operation.  At first there is an exhilarating air of difference.  Everything is new and there is so much to figure out and to absorb.  The opportunity to have a major impact induces what seems to be an endless rush of euphoric excitement.  All too soon the feelings devolve into isolation and loneliness along with the realization that no matter what good things happen, everyone watching will wonder why there was not more. Continue reading An Action Plan for Executive Transition into a new Lead Role